Overview

How to Negotiate Effectively provides tips, tools and techniques for getting it right. It explores and advises on every aspect of the negotiation process, including: tactics and counter-measures, handling deadlock, making concessions, enhancing your authority and getting the best deal. This new edition also contains material on identifying true decision makers, and how to spot buying signals in negotiations. An essential step-by-step guide, How to Negotiate Effectively will help anyone achieve a balanced 'win-win' outcome every time.

Full Product Details

Author:   David Oliver
Publisher:   Kogan Page Ltd
Imprint:   Kogan Page Ltd
Edition:   3rd Revised edition
Volume:   31
Dimensions:   Width: 13.80cm , Height: 1.10cm , Length: 21.70cm
Weight:   0.113kg
ISBN:  

9780749461348

ISBN 10:   0749461349
Pages:   184
Publication Date:   03 November 2010
Audience:   College/higher education ,  Professional and scholarly ,  Tertiary & Higher Education ,  Professional & Vocational
Format:   Paperback
Publisher's Status:   Active
Availability:   In Print  
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Table of Contents

Chapter - 00: Introduction; Chapter - 01: Definition; Chapter - 02: Count the cost; Chapter - 03: Seven key elements; Chapter - 04: Introductory comments; Chapter - 05: Enhance your authority; Chapter - 06: Tactics and countermeasures; Chapter - 07: Negotiable variables – or tradeable concessions; Chapter - 08: Rules for making concessions; Chapter - 09: Looking for negotiable variables; Chapter - 10: Handling deadlock; Chapter - 11: Questions, questions, questions; Chapter - 12: Profiling for strategic level negotiation; Chapter - 13: The authority of your counterpart; Chapter - 14: Handling long-term negotiations; Chapter - 15: Post-purchase remorse can undo the close; Chapter - 16: Tough or effective?; Chapter - 17: Dos and don’ts; Chapter - 18: Four specific techniques; Chapter - 19: Final words

Reviews

Sensibly written, with useful devices - such as the PREPBAR acronym (Plan, Reherse, Explore, Propose, Bargain, Agree, Review) - its a handy book if youre involved in any aspect of buying or selling Management Today, October 2010

sensibly written, with useful devices - such as the prepbar acronym (plan, reherse, explore, propose, bargain, agree, review) - it's a handy book if you're involved in any aspect of buying or selling. management today, october 2010

Sensibly written, with useful devices - such as the PREPBAR acronym (Plan, Reherse, Explore, Propose, Bargain, Agree, Review) - it's a handy book if you're involved in any aspect of buying or selling. Management Today, October 2010

Author Information

David Oliver is Managing Director of Insight Marketing, and also Associate Director of the Marketing Guild. He writes regularly for the press and runs seminars around the world on negotiation, professional selling skills and practical marketing.

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